The Role
As a Sales Manager, you will lead strategic account management for large energy infrastructure projects, driving sales initiatives, building client relationships, and ensuring alignment with ABB's offerings.
Summary Generated by Built In
At ABB, we help industries run leaner and cleaner—and every person here makes that happen. You’ll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world.
This position reports to:
Solutions Sales Leader - APAC__
ポジション概要（Position Overview）本ポジションは、ABBエナジーインダストリーズ事業（日本）におけるソリューションセールスの担当者として、LNGターミナル、石油化学コンプレックス、製油所、水素製造設備、発電所といった大規模エネルギーインフラ案件に対する戦略的アカウントマネジメントをリードしていただきます。主なミッションは、高付加価値案件の受注獲得および個人の営業目標の達成です。主な業務内容（Responsibilities）
www.abb.com
Position Overview: As a Solutin Sales Specialist in ABB's Energy Industries business in Japan, you will lead strategic account management for large-scale energy infrastructure projects (LNG terminals, petrochemical complexes, refineries, hydrogen production, and power generation plants). Your primary goal is to secure high-value orders and achieve individual sales targets.Your responsibilities:- 市場シェア拡大に向けた戦略的営業施策およびアカウント開発計画の推進
- EPC企業、設備オーナー、デベロッパーなど、顧客の意思決定者との強固な関係構築
- 案件の特定から契約締結まで、一連の複雑な営業プロセスのリード
- 社内の各機能（エンジニアリング・プロジェクト等）と連携し、統合ソリューションの価値提案を構築
- 顧客ニーズとABBの電気・オートメーションポートフォリオとの整合性を確保
- 顧客志向で主体的に行動できる姿勢
- 産業オートメーションおよび電気システムに関する高度な技術知識
- 複雑なステークホルダー環境を調整・推進する能力
- 戦略的アカウントマネジメントスキル
- 持続的な事業成長を実現する能力
- 工学、経営、または関連分野の学士号
- MBAまたは同等の修士号（戦略、オペレーション、インダストリアルマネジメント分野）歓迎
- エネルギー業界における関連経験3〜8年
- うち、オートメーション・制御ソリューションに関するフロント営業経験5年以上
- ビジネスレベルの英語力
- 日本語能力試験1級レベルの日本語力
- ICSS（統合制御・安全システム）、PMS（電力管理システム）、SCADA、通信、デジタルソリューションなど、オンショアエネルギー分野向けオートメーションソリューションの提案・導入経験
- 市場動向および顧客ニーズを踏まえ、複雑な営業課題に対して戦略的かつ革新的に対応できる能力
- 大規模案件におけるコスト算定、契約条件の管理、顧客およびベンダーとの交渉経験
- Salesforceなどの営業ツールやアカウントプランニングの活用経験
- 社内ガバナンスおよび承認プロセスの理解・遵守
- 高いコミュニケーション力（ヒアリング、交渉、プレゼンテーション）
- 多様なステークホルダーとの信頼関係構築および意思決定への影響力
www.abb.com
- Drive strategic sales initiatives and account development plans to grow market share
- Build strong relationships with decision-makers across customers (EPCs, asset owners, developers)
- Lead complex sales pursuits from opportunity identification through contract closure
- Collaborate with cross-functional teams to develop tailored value propositions for integrated solutions
- Ensure alignment between customer needs and ABB's Electrical & Automation portfolio
- Customer-centric, proactive approach
- Strong technical knowledge of industrial automation and electrical systems
- Ability to navigate complex stakeholder environments
- Strategic account management expertise
- Capability to deliver sustainable business growth
- Bachelor’s degree in Engineering, Business Administration, or a related field.
- Master’s degree (MBA or equivalent) is a plus, especially with a focus on strategy, operations, or industrial management.
- Experience
3-8 years of relevant experience in the Energy Industries, with a minimum of 5 years in a front-end sales role focused on automation and control solutions. - Langugage
- Both business level of English and JLPT N1 level of Japanese are mandatory.
- Technical Expertise
Proven track record in delivering Automation Solutions, including Integrated Control and Safety Systems (ICSS), Power Management Systems (PMS), SCADA, Telecommunication, and Digital Solutions tailored to onshore energy applications. - Strategic Thinking & Innovation
Demonstrated ability to think strategically and apply innovative approaches to complex sales challenges, with a strong understanding of market dynamics and customer needs. - Commercial Acumen
Proficiency in managing commercial aspects of large-scale bids, including costing, contract terms, and negotiations with customers and vendors. - Sales Process Proficiency
Familiarity with standardized sales tools and processes (e.g., Salesforce, account planning), and adherence to governance and approval protocols. - Communication & Interpersonal Skills
Excellent communication, listening, negotiation, and presentation skills, with the ability to build trust and influence stakeholders at all levels.
• We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.
• Recruitment Agencies please be aware that this role is being managed by the internal ABB Talent team directly. We will reach out to our preferred agency partners should we require support. Your adherence to our process is appreciated
Building a cleaner, smarter future takes all kinds of minds: the curious, the courageous, and the creative. That's why we welcome people from all backgrounds and experiences.
Ready to make an impact?
Apply today or visit https://www.abb.com to learn more about the impact of our solutions across the globe.
Skills Required
- Bachelor's degree in Engineering or Business Administration
- Master's degree (MBA or equivalent)
- 3-8 years of experience in the Energy Industries
- minimum of 5 years in a front-end sales role
ABB Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about ABB and has not been reviewed or approved by ABB.
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Healthcare Strength — Healthcare coverage is described as comprehensive, with medical, dental, vision, mental health support, and disability and life insurance included. Immediate eligibility in some roles reinforces the sense of dependable core coverage.
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Leave & Time Off Breadth — Time-off offerings are described as broad, including paid holidays, sick days, volunteer time, sabbaticals, and, in some cases, 25 days of PTO. Flexible scheduling and remote-work options add to perceived time-off and flexibility value.
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Retirement Support — Retirement benefits are positioned as robust, including a 401(k) with company contributions or matching and, in some cases, profit sharing or pension savings. Stock purchase/share acquisition programs complement longer-term savings options.
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The Company
What We Do
ABB is a leading global technology company that energizes the transformation of society and industry to achieve a more productive, sustainable future. By connecting software to its electrification, robotics, automation and motion portfolio, ABB pushes the boundaries of technology to drive performance to new levels. With a history of excellence stretching back more than 130 years, ABB’s success is driven by about 110,000 talented employees in over 100 countries. www.abb.com
